In this quick-fire episode, Ryan runs through 15 practical, proven ways to generate leads and win customers for your SaaS business. From cold email that actually converts to creative ABM campaigns, referral tactics, content strategies, and more, this is a checklist for founders and marketers who need leads fast. Whether you’re pre-launch, post-funding, or scaling to your next milestone, there’s something here for every SaaS team.

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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Listen to the recording of one of Rocket SaaS' most popular webinars: How to Market a Niche SaaS Product (When no one is searching for it).

Ryan shares the exact strategy he uses to help niche SaaS products generate leads, even when no one is Googling your solution. If you’ve built something great but no one knows they need it, this is the playbook you need.

Takeaways:

• Most niche SaaS products fail because buyers don’t know they have a problem
• Lead with the problem, not the product
• Your real competition is the status quo, not another tool
• Broad messaging kills conversions — get narrow and speak to one ICP at a time
• Build use-case-specific funnels for each segment (ads, landing pages, lead magnets)
• Founder-led content builds trust and cuts through the noise
• Sync LinkedIn ads with outbound to warm up cold leads before sales reaches out
• Run a $1k test budget to validate the best-performing audiences and messaging
• Focus on educating the unaware — not just selling to the ready-to-buy 5%

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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In this episode, Ryan breaks down exactly how RocketSaaS grew from £0 to £2 million in annual recurring revenue. He shares the key marketing (and business) moves made at each stage of growth — from hustling for free work in the early days to ramping up paid demand gen and hiring A-players at scale. Whether you’re a founder or marketer in the trenches, this is a practical guide to growing a B2B service or SaaS business from scratch to serious scale.

Takeaways:

• £0–£100k: Work for free, build a portfolio, hustle hard with cold outreach
• £100k–£250k: Niche down, create case studies, run outbound LinkedIn campaigns
• £250k–£500k: Delegate and build a lean team so you can focus on growth
• £500k–£1M: Go all-in on founder-led LinkedIn content and effective lead magnets
• £1M–£2M: Double down on demand gen (newsletter, podcast, webinars, ads) and hiring A-Players

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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Description

In this milestone 50th episode, Ryan shares exactly how to start a podcast that helps your B2B business grow. He walks through the real-world impact SaaS Marketing Weekly has had on Rocket SaaS — including four sales and £20k MRR — and breaks down how you can do the same. Whether you’re looking to build pipeline through ABM or scale top-of-funnel content for demand generation, this episode covers naming your show, choosing topics, getting guests, software, setup, and how to repurpose each episode into a full content engine.

Takeaways:

• Generated 4 sales and £20k MRR from the podcast
• Use it for ABM (invite prospects) or demand gen (educational content)
• Don’t name your podcast after your company
• Make it about solving your audience’s problems
• Plan 20+ topics in advance from blogs, FAQs, and sales calls
• Start solo, then bring on guests to grow reach
• Find guests via referrals, LinkedIn, or tools like MatchMaker.fm
• Tools: Riverside (recording), Buzzsprout (hosting), Shure mic, Sony ZV-1 camera
• Repurpose episodes into blogs, LinkedIn posts, webinars, and more
• Boost content with ads to scale reach and impact

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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In this episode of Challenge Jamie, Ryan gives Jamie Skeels, Head of Demand Gen at Rocket SaaS, a tough brief: a B2B SaaS company with a decent budget, a competitive market, and a stalled growth curve. What would Jamie do? He outlines a bold but structured plan to reallocate budget, build a demand creation engine, and generate leads by reaching the 95% of the market that isn’t ready to buy yet. From choosing the right content topics to leveraging subject matter experts and putting proper paid distribution in place, this episode is a crash course in getting growth back on track.

Takeaways:

• If growth has plateaued, you’ve probably maxed out the 5% of in-market buyers.
• Use the 60/40 rule: 60% of your budget on demand creation, 40% on capture.
• Start with one key topic tied to the problem your product solves — and own it.
• Extract insights from subject matter experts to create content that cuts through.
• Build a content engine with multiple channels: podcasts, blogs, LinkedIn, email, YouTube.
• Organic reach on company pages is weak — amplify your content with paid ads.
• Guarantee distribution by putting paid budget behind your highest-value content.
• Ads aren’t just for lead gen — they’re crucial for getting your brand seen at scale.
• Focus on being remembered, not just clicked — demand creation is a long game.
• Test, prove value, and then scale — get early wins to bring leadership on board.

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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Ryan is joined by Jamie Skeels, Head of Demand Gen at Rocket SaaS, to unpack the art of demand creation — how to reach and influence the 95% of your market who aren’t actively looking for your solution. They explain the difference between demand capture and demand creation, the types of content that work best for long-term growth, and how to build an always-on engine using subject matter experts, newsletters, ungated content, and smart repurposing. Jamie also shares behind-the-scenes examples from Cognism’s rise and Rocket SaaS’ own playbook.

Takeaways:

• Only 5% of your market is in buying mode — demand creation targets the other 95%.
• Long-term content builds trust, affinity, and brand recall for when prospects are ready to buy.
• Start with content that solves your audience’s problems without pushing your product.
• Use subject matter experts to create insightful, original content — and repurpose it everywhere.
• Don’t force founders on camera too soon — start with written interviews and scale up.
• Ungated content performs better in demand creation — the goal is consumption, not contact forms.
• Anchor your brand to a topic your product naturally supports — like Cognism did with cold calling.
• Track and optimise for reach, relevance, and recall — not just short-term conversions.
• Demand creation makes sales calls easier and drastically improves close rates.
• Without it, you’re stuck competing on price and timing instead of trust and expertise.

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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Ryan puts Jess Chillman to the test with a real-world SaaS marketing challenge: How do you create demand and generate leads on a modest £10k monthly budget for a new SaaS company in an undefined niche with low search volume and minimal existing customers? Jess shares a step-by-step approach covering messaging, founder-led content, targeted paid ads, leveraging early customers, and building trust through storytelling. This short but insightful episode is packed with practical strategies for early-stage SaaS startups facing tough lead generation hurdles.

Takeaways:

• Nail your messaging first by speaking to prospects and shaping a clear narrative around the problem you solve.
• Use your founder’s personal brand to create authentic, low-budget content like podcasts, case studies, and LinkedIn posts.
• Tap your network and customers for introductions to expand your prospect list and build credibility.
• Test one or two paid channels (LinkedIn and Meta ads) with a small portion of your budget to identify early intent signals.
• Invest in a professional, clear website that explains your product with strong messaging, design, and social proof.
• Use customer stories and case studies to build trust and demonstrate value in a niche market.
• Start a founder-led newsletter to share your product journey, educate the market, and nurture early adopters.
• Mix organic educational content with paid demand generation for a balanced growth approach in low-search markets.

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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Ryan is joined by Jess Chillman, Head of Growth at Rocket SaaS, to talk about the real impact of founder-led marketing on LinkedIn. They break down when and how to start building your personal brand, why it's especially important in the age of AI, and how to go beyond just sharing company updates. From content ideas to profile optimisation and thought leader ads, this episode is packed with practical tips to help SaaS founders and marketers use LinkedIn to attract leads, talent, and long-term advocates.

Takeaways

• AI is making businesses feel more faceless — your personal brand is your unfair advantage.
• Founder-led content builds trust and credibility at a time when buyers crave authenticity.
• The best time to start posting on LinkedIn was five years ago. The second best time is today.
• Don’t start personal branding too early — wait until you’ve got product-market fit, a clear ICP, and a story to tell.
• Great content solves real problems, not just promotes your product.
• Sales calls, internal meetings and client wins are goldmines for content ideas — jot them down daily.
• Posting 2–3 times a week is enough if it’s purposeful and speaks to your audience.
• Engaging with others on LinkedIn is just as important as posting your own content.
• Optimise your profile: banner, headline, featured content, and lead magnets all matter.
• LinkedIn thought leader ads offer a low-cost, high-impact way to scale your reach and drive conversions.

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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